Professional Sales Development Process

Relationship building is the key factor in growing your ability to generate new business. First your client buys you, then your firm and then your product or service. Understanding why a prospect might buy is infinitely more important than understanding ‘how to sell.’ This developmental process focuses on your strength and purpose as a partner in a relationship that leads to a buying decision. The process helps you build your sales plan including your pool of targeted prospects, an inventory of client stories, industry specific questions, your ability to listen so you don’t spill a presentation before you even find out from your client what he wants to hear, an inventory of your typical prospect’s industry specific objections and stalls and how you’ll respond. You’ll practice a 6 step discovery oriented commitment process that leads a prospect to the decision to buy.

From established companies and well-known brands to new start-ups, we act as your sales training coach, delivering professional sales development programs to achieve peak sales performance.  Learn to actively listen to customers to provide solutions to their needs.  Discover proven sales strategies to stay focused and improve your closing ratio.  Find the right sales opportunities to build your pipeline.

Benefit from a Professional Sales Development Coach who understands:

  • Lead generation
  • Lead conversion
  • Sales management
  • Client loyalty
  • Negotiating with decision-makers

Outcomes and Measurable Results

  • Increase in Sales
  • Increase in Market Share
  • More Repeat Business
  • A Shortened Sales Cycle
  • A Higher Close Ratio

Major Foundational Topics

- Success Qualities
– The Buying Process, Why Do People Buy?
– Evaluation of You and Your Company
– Decision Making
– Building Attitudes for Positive Results
– Resistance to Change
– Prospecting and Identifying Your Target Market
– Your Unique Value Proposition
– Suspects vs. Prospects
– Networking
– Detailed Goal Setting
– Developing Referral Sources
– Centers of Influence
– The Sales Funnel, Pipeline
– The Goal of Communication
– Using Questions to Stimulate Feedback
– Active Listening and Nonverbal Communication		 - Strategies to Get Appointments
– Dealing with Gatekeepers
– Pre-Call Preparation
– Commitment
– The Importance of the Introduction
– Creating a Favorable First Impression
– Gaining Credibility
– Building and Maintaining Rapport
– Discovering Wants and Needs
– Discovery Questions in Four Need Categories
– Clarifying and Confirming Techniques
– Buying on Emotion, Justifying with Logic
– Effective Presentations
– Getting Commitment and Follow-Up
– Proposals and Requests for Proposals/Quotes
– Preventing and Handling Objections
– Preventing and Handling Stalls

To schedule a complimentary mutual evaluation or for further information, contact us at info@drivingimprovedresults.com or call (212) 923-5820.